On September 14th, 2017, we published revised versions of our Privacy Policy, Terms of Service and Website Use Policy and published a Cookie Policy. Your continued use of Lynda.com means you agree to these revised documents, so please take a few minutes to read and understand them.

How to gather information and aim high

Keyboard Shortcuts

Learn how to gather the right kind of information so that your negotiations succeed. In this video, Elizabeth Robillard explains what benchmarking is, and how it can help. She also covers why information about the other person in the negotiation is so important, and how to use that information.

- In negotiation it's a truism that aspirations…become self fulfilling prophesy.…If you aim high, your more likely to achieve more;…Aim low and that too will be fulfilled.…Let's assume you want to ask for a certain salary.…Does a voice in your head say,…"No way, I'll never get that."…If so, you're already making the first concession…in your head.…Instead, you need to gather the right kind of information…before you start the negotiation.…

Information is power and will help you aim high.…Two kinds of information are critical…to a successful negotiation;…first, benchmarking information.…What's common in other situations?…Knowing this helps to ground your ask…in the realm of the possible…and provides back up for your reasoning behind…the specific ask.…Second, interpersonal information.…Who is the other person you are negotiating with?…Knowing this helps you prepare for likely twists and turns.…

Let's start with benchmarking information.…When you benchmark, you seek information…about how others in similar situations have fared.…

Resume Transcript Auto-Scroll

Author

Released

6/1/2017

Using real-life case studies, negotiation expert Deborah Kolb and seasoned executive leader Elizabeth Robillard offer practical advice and techniques to help leaders manage workplace negotiations. Recognizing that all negotiation takes place within a context, Debbie and Elizabeth explain the organizational dynamics of work and reveal how we often get in our own way by not speaking up and asking for what we want. They show you how to position yourself to negotiate, how to get the other person to the table, how to advocate for yourself while still working collaboratively to achieve an agreement.